A salesperson at a music store always begins by showing customers the higher-priced instruments.It's only when they refuse these or ask for cheaper models that he shows them other models.Because the customers turned down the first offer,they will view the salesman's second offer as a concession and may feel inclined to buy the instrument.In this case,the salesman is using the:
A) cognitive dissonance approach.
B) inoculation theory.
C) rejection-then-retreat approach.
D) social judgment theory.

Question

Quizplus · Accepted Answer

The salesman is using the rejection-then-retreat approach, also known as the door-in-the-face technique. He presents a high-priced offer that he knows the customer will likely reject, then follows up with a more reasonable offer that the customer may see as a compromise. This can increase the likelihood of the customer making a purchase.

A Salesperson at a Music Store Always Begins by Showing